Sales Enablement Innovation
Ever wondered how sales enablement leaders get it done? The Sales Enablement Innovation podcast, brought to you by Sales Enablement Collective, shines a light on what really goes on backstage at some of the world’s top startups and companies. From getting cross-functional buy-in and planning the perfect SKO to looking ahead at future trends as the role of sales enablement evolves. Each episode, we sit down with a different revenue or sales enablement leader, and dive into their pain points, successes, and what got them to where they are - as well as best practice tips to help you turn your sales team into superheroes.
Episodes
On this episode, we spoke to Jonathan Pipek about the relationship between sales enablement and product marketing - and what enablement professionals can learn from product marketing's perspective.
Key talking points:
- What enablers need to know about product marketing
- Best practices for collaboration between product marketing and enablement
- Handling the introduction of a dedicated enablement team
And more!
On this episode, we spoke to Sneha Mittal about the latest developments in AI for enablement professionals, and how you can make the most of artificial intelligence even while on a budget.
Key talking points:
- The current AI landscape for enablers
- AI's potential when used throughout the sales cycle
- Preparing for the challenges that come with AI implementation
And more!
Sneha's recommended tools: ChatGPT, Google Gemini, ...
On this episode, we spoke to Nicholas Hill about the power end-to-end sales plays can hold, how to maximize their effectiveness, and what can go wrong if you're not careful.
Key talking points:
- What a sales play actually is
- How enablement teams can maximize end-to-end sales play potential
- Nick's learnings from previous sales play experiments
And more!
On this episode, we spoke to Grace McCann about how enablement can use its position as an early touchpoint to build a positive company culture straight from onboarding.
Key talking points:
- Enablement as a culture-setter
- What the role of onboarding ambassador entails
- Balancing ramp-time urgency with culture-building
And more!
On this episode, we spoke to Annabel Hosking about how you can find, build relationships with, and maximize the value of your internal enablement champions.
Key talking points:
- What is an internal enablement champion?
- Finding champions within your organization
- Traits to look for and traits to avoid in potential champions
On this episode, we spoke to Lisa Bono about how hosting a podcast for your sales reps can boost engagement and drive results.
Key talking points:
- How to start with an enablement podcast
- The advantages it can bring to your sales team
- Driving rep engagement through the podcast
And more!
On this episode, we spoke to Molly Sestak about the power of gamification, and how gamifying your training sessions can create a new level of engagement.
Key talking points:
- What is gamification?
- How does gamifying your training actually help
- Where to start with gamification in your org
- Gamification examples
And more!
On this episode, we spoke to Gail Behun about the importance of the relationship between enablement and the Chief Revenue Officer, and how enablers can maximize their value in the CROs eyes.
Key talking points:
- What speaking the CRO's language means
- Is the CRO relationship the most important in enablement?
- Why getting objections from your CRO is a good thing
And more!
On this episode, we spoke to Andrew Flores, Director of Revenue Enablement at Knowde, about his advice for making competency-based onboarding work, and why enablement can set the tone when it comes to culture in an organization.
Key talking points:
- Using competency, not capability for onboarding
- Measuring success in onboarding
- Enablement as a culture ambassador for new hires
And more!
On this episode, we spoke to Krystina Moustakis, Sales Performance Specialist at KrystinaM.com about the power of intrinsic motivation in sales enablement, and her advice for driving sales team performance.
Key talking points:
- What is intrinsic motivation and why does it matter?
- A three-step framework for driving enablement engagement
- Measuring ROI in enablement
And more!
On this episode, we spoke with AI and enablement whiz Jonathan Kvarfordt!
Jonathan explained the current AI landscape, how enablement professionals can maximise their use of AI, and what to look forward to in the future.
Key talking points:
- The AI enablement landscape
- Current AI use cases in enablement
- Is there a wrong way to use AI?
- What the future holds for enablement and AI
On this episode, we spoke to the wonderful Lisa Duncan! Lisa delved deep into the world of sales kickoff, exploring what makes an SKO great, her favourite theme, how she plans these key events, and more.
Key talking points:
- Lisa's process for planning great SKOs
- How to manage stakeholders and prep for kickoff time
- Strategies for virtual and hybrid SKOs
- Lisa's favorite sales kickoff theme
And more!
On this episode, we spoke to Scott Maryan, Director of Customer Adoption at Puzzel!
Scott explained the benefits that a united Center of Excellence brought to his enablement team, and how it's helped different parts of the organization come together as a collective.
Key talking points:
- What a Center of Excellence is
- Why it's worth your time investing in building a Center of Excellence
- How collaboration and a collective spirit can ...
On this episode, we spoke to SEC One to Watch and Sales Enablement Manager at Mission Cloud Shannon Story!
Shannon dove into the world of onboarding as a one-person team, and the steps she takes to ensure onboarding success.
Key talking points:
- Onboarding as a solo sales enablement professional
- Working with key stakeholders to build and support an onboarding strategy
- How peer and ambassador check-ins can help new reps acc...
On this episode, we spoke to the fantastic Neha Divakarla!
Neha discussed how to make virtual training fun and effective again, how to use positive distractions to keep your learners' attention, and more.
Key talking points:
- Why choose virtual training?
- How to make virtual training fun again after Covid
- Neha's framework for creating effective training
- Using positive distractions to keep learners engaged
And more!
On this special episode, we spoke to Brooke Coletti ahead of her keynote at 2024's Sales Enablement Summit in San Francisco!
Brooke discussed her keys to alignment, the steps she takes to gain buy-in on her enablement initiatives, and more.
Key talking points:
- The importance of stakeholder buy-in
- Brooke's key stakeholders whose buy-in you need to achieve success
- Steps you can take towards long-term alignment
- The impact of ...
On this episode, we spoke to Alan McIntosh, Senior Manager, International Channel & Strategic Programs Enablement at RingCentral and SEC One to Watch in 2024!
Alan discussed the keys to building an effective, scalable, rep certification program based on his real-life experiences.
Key talking points:
- Creating sales rep certifications and coaching for consistency at scale
- Certifying both sales reps and managers in unis...
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